BUAD 332 Chapter 10

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Horizontal marketing system

2 or more companies join at one level to follow new marketing opportunity

Vertical Marketing system

A channel structure in which producers, wholesalers, and retailers act as a unified system. One channel member owns the others, has contracts with them, or has so much power that they all cooperate.

What are the four steps to designing marketing channels in their correct​ order?

Analyzing consumer​ needs, setting channel​ objectives, identifying major channel​ alternatives, and evaluating the alternatives.

​______________ begins with assessing customer channel service needs and company channel objectives and constraints.

Channel design

Set of interdependent organizations involved in process of making product/service available for use or consumption by consumer or behavior business.

Distribution channel

Vertical conflict

among firms at different level of same channel

Horizontal conflict

among firms at same level of the channel

Marketing logistics​ (or physical​ distribution) is​ ______________.

an area of potentially high​ cost-savings and improved customer satisfaction

Distribution channels are complex​ ______________ in which people and companies interact to accomplish​ individual, company, and channel goals.

behavioral systems

A company should forge strong partnerships with channel members to create a marketing system that meets the needs of​ _____________.

both the manufacturer and the partners

How do marketing channels complete transactions?

by offering physical distribution, financing and risk taking

Marketing channels help ______ transactions and spread __________ ______ about an offer.

complete, persuasive communications

Channel members perform _________ work, ___________ work, and ___________.

contact, matching and negotiation

Distribution channels are intermediaries that help the firm achieve more through their _____________, _________, __________, and _____________________.

contacts, experience, specialization, scale of operation

To ensure channel​ success, all channel firms should understand and accept their​ roles, _________________.

coordinate their goals and activities and cooperate to attain overall channel goals

Distribution channels match supply fro producers to ___________ from consumers

demand

When selecting​ intermediaries, the company should evaluate each channel​ member's years in​ business, other lines​ carried, location,​ _______________________.

growth and profit​ record, cooperativeness, and reputation

The​ ____________ concept recognizes that improved logistics requires teamwork in the form of close working relationships across functional areas inside the company and across various organizations in the supply chain.

integrated supply chain management

Companies can achieve​ ______________ harmony among functions by creating​ cross-functional logistics​ teams, integrative supply manager​ positions, and​ senior-level logistics executive positions with​ cross-functional authority.

logistics

Exclusive distribution

not easy to access

In managing its​ channels, a company must convince suppliers and distributors that they can succeed better by working together as​ _______________.

part of a cohesive value delivery system

Most companies see their intermediaries as​ first-line customers and partners. They practice strong​ _____________________ management to forge​ long-term partnerships with channel members.

partner relationship

Most companies today see their intermediaries as​ first-line customers and focus on​ ________ to forge​ long-term relationships with channel members.

partner relationship management

Disintermediation

producers selling straight to final buyers

New types of channel organizations have appeared that​ _________________.

provide stronger leadership and improved performance

Hybrid Marketing system

single firm sets up 2 or more marketing channels to reach 1 or more customer segments

The second step of channel design is the identification of the major channel alternatives in terms of the​ _________________.

types of​ intermediaries, number of​ intermediaries, and the channel responsibilities of each

A _______ consists of producers, wholesalers, and retailers acting as a unified system.

vertical marketing system

Intensive distribution

widely distributed, easy to access

What are the four major functions of marketing​ logistics?

​Warehousing, inventory​ management, transportation, and logistics information management

Channel alternatives must be evaluated according to​ ________________criteria.

​economic, control and adaptive

When designing marketing​ channels, companies must determine the number of channel members to use at each level. The three strategies that are available to do this are​ ________ distribution.

​intensive, selective, and exclusive

When channel members​ cooperate, they can more effectively​ _________________.

​sense, serve, and satisfy the target market

Marketing channels face continuous and sometimes dramatic change. Three of the most important trends are the growth of​ ___________________________ marketing systems.

​vertical, horizontal and multichannel


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